Description:
This is far more than another "customer care" book. It is designed to help suppliers improve the way they manage their customer base, to defend and build sales, enhance margins, and reduce the cost of serving the customer. The book shows that by actively managing the customer base, companies can ensure that most attention and service is given to customers who are making a contribution to the companies profit margins. It guides readers through the identifying of profitable and unprofitable customers, and developing the relationships accordingly.
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